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Key Account Management: Global Best Practice
Key Account Management Curriculum
Intro to KAM Course (1904) (0:35)
Positioning KAM and the Challenge of Customer Power (27:02)
Key Account Definition, Selection and Categorization (20:37)
How to Categorize Your Key Accounts (21:21)
Analyzing Key Accounts and Developing Quantified Value Propositions (19:15)
Key Account Planning (5:45)
Skill Requirements for Key Account Management (14:26)
KAM Organizational Issues (8:25)
KAM Profitability (5:14)
KAM and Shareholder Value Added (9:07)
Summary and Actions (13:59)
KAM Organizational Issues
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